Director, Sales Ops, Planning & Analysis (m/w/d)
This position is responsible for the hands-on design, successful execution and enablement of Forterro’s Central Europe Sales and Go-To-Market (GTM) strategy.
Reporting directly to the Chief Revenue Officer (CRO), this position acts as a trusted partner and an objective sounding board to regional Sales leaders, providing invaluable insights crucial for achieving Sales and EBITDA targets.
Reporting directly to the Chief Revenue Officer (CRO), this position acts as a trusted partner and an objective sounding board to regional Sales leaders, providing invaluable insights crucial for achieving Sales and EBITDA targets.
Responsibilities
Yearly Sales Strategy Design and Planning:
- Market Segmentation: Collaborate with Product and Marketing to define target markets and segment accounts. Ensuring ongoing accuracy and relevance.
- Sales Organisation Design: Assist regional sales leaders in designing and validating effective sales organisations, leveraging sales processes, methods, and tools.
- Territory Design: Provide guidance on aggregating and allocating accounts to sales roles for effective market coverage.
- Quota Rollout: Act as a liaison between Sales, Financial Planning & Analysis, and the Incentives team to support quota allocation.
- Incentives and Commissions Design: Evaluate and improve sales incentives in alignment with the sales strategy.
- Commercial Initiatives: Identify and articulate key in-year commercial initiatives, collaborating with Marketing, Products, and Enablement teams for successful execution.
- Sales Events Preparation: Support sales leaders in launching yearly plans, executing sales strategy initiatives, and sharing domain-related information.
- Account Planning: Aid sales leaders in rigorous account planning to identify and cover growth opportunities.
Sales Strategy Execution:
- Business Insights: Provide regular business intelligence on progress against quota, strategic objectives, and potential risks and opportunities.
- Initiative Monitoring: Monitor key commercial initiatives, identify risks and opportunities, and support sales leaders in driving necessary actions.
- Cadence and Forecasting: Ensure a consistent rhythm of activity for pipeline generation, progression, and closure. Drive actions to meet business targets.
- Sales Force Activity: Monitor sales force activity and effectiveness, suggest corrective actions, and assess performance against targets.
- Pricing and Incentives: Collaborate on pricing frameworks and design one-off incentives to foster business performance.
- Meetings Support: Assist sales leaders in formulating agendas, key messages, and collateral for key meetings, town halls, and management team gatherings.
- Customer Engagement: Provide analytical and commercial insight for significant deals or business discussions with customers.
Sales Strategy Enablement:
- Processes and Tools Enhancement: Bridge between sales and other functions to address needs in processes, systems, tools, and sales skills. Champion best-in-class sales practices.
- Salesforce.com Uptake: Support sales leaders in ensuring accurate and complete data in Salesforce.com, driving CRM utilisation.
- Strategic Projects: Identify and drive regional projects to deliver the sales strategy.
- Cross-Functional Alignment: Act as a conduit between Sales, Product, Marketing, and Financial Planning & Analysis for smooth sales motion.
Skills, Knowledge & Expertise
- Extensive experience in GTM and revenue operations leadership roles.
- Evidencable success in developing winning GTM and Revenue strategies based on deep knowledge and experience within Forterro’s core markets.
- Experienced in working in a matrix organisation; successfully influencing key stakeholders without direct authority.
- Demonstratable change management experience, with a proven track record of guiding others through transformation programs across diverse cultures and locations.
- Strong analytical capabilities with knowledge of sales processes, systems, and tools.
- Proficient in utilising CRM systems, particularly Salesforce.com.
Über Forterro
Forterro wurde 2012 gegründet und hat sich zu einem der führenden Anbieter von Industriesoftware entwickelt - mit Niederlassungen in den wichtigsten Produktionsländern Europas sowie regionalen Servicezentren und Entwicklungszentren auf der ganzen Welt. Von mehr als 40 Standorten aus stellen unsere über 1.700 Mitarbeiter Software für mehr als 13.000 Industrieunternehmen bereit und unterstützen diese. Unsere Produkte sind tief in den Anforderungen der jeweiligen Region verwurzelt. Jedes Produkt ist darauf ausgerichtet, die Fähigkeit unserer Kunden zu stärken und zu beschleunigen, effizient zu arbeiten und wettbewerbsfähig zu sein.
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